Regional Vice President, CRE Lender Solutions

Regional Vice President, CRE Lender Solutions

Job Description

CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group is on a mission to digitize the world's real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.

We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our customers. We've continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, and even our competitors. We continue that effort today and are always working to improve and drive innovation. This is how we deliver for our customers, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.

To continue the momentum of rapid revenue growth, CoStar is looking for a Regional Vice President, CRE Lender. This position will be responsible for leading a team of Regional Sales Directors and Account Executives to achieve revenue growth goals, maintain renewal goals and expand revenue opportunities by growing the number of territories, further penetrating the total addressable market of depository and non-depository institutions across the US. The winning executive will be responsible for building and developing a high-performing sales organization and culture.

The Role:

As a CoStar Regional Vice President, CRE Lender (RVP), you will have overall responsibility for ensuring the development and successful delivery of CoStar's growth objectives for the CoStar Lender solution in the United States. You will be responsible for growing and developing revenue by selling new subscriptions to new National, Regional, and Community-based lenders, private institutions, and organizations with debt portfolios; growing existing customer revenues by up-selling & crossing-selling additional CoStar solutions; ensuring all Lender customers have fully onboarded their portfolios onto our platform; and ensuring high levels of customer service and high renewal rates.

Responsibilities:

• Drive sales goals of at least 20% growth annually for the Lending organization.

• Attract, develop and retain a strong team of Regional Directors and Account Executives who have the ability to perform at or above CoStar's stated goals, aggressively growing active users, achieving net new revenue goals, and getting 100% of our customers onboarded to our platform.

• Work directly with a team of Regional Directors to develop them into high-performing sales leaders and provide support and guidance to develop their teams and increase penetration across all types and sizes of lender organizations.

• Ensure that Regional Directors are hiring top-tier candidates and effectively training and developing their teams. In addition, ensure that Regional Directors are developing their leadership skills to effectively coach their sales teams, including managing low performance.

• Identify and ensure training needs are met for the Lending sales team, addressing employee skill gaps and performance issues, as appropriate.

• Develop and implement sales plans to develop and achieve corporate objectives and deliver key results to drive these objectives (OKRs).

• Create and develop relationships with key customers to enhance retention and increase sales.

• Constantly seek, share, and implement best practices in the sales function. Lead efforts to implement process controls and drive a mind-set of continuous improvement throughout the Lender sales organization.

• Establish and maintain collaborative relationships with key stakeholders across the business, including business and functional partners, and senior management teams.

• Serve as an integral member of the senior sales leadership team, assisting the executive team in the achievement of company goals.

Qualifications & Skills:

• A bachelor's degree is required. A master's degree in business, economics or finance is preferred.

• At least 10 plus years of progressive experience in a sales leadership role, with five years plus successfully directly managing a sales organization of at least 50 employees in a fintech, SaaS or another type of financial product environment.

• Demonstrated track record of rapidly growing a sales organization or division through organic growth and achieving revenue growth targets of 20% or greater year over year.

• Must have experience working in industries that include: lending institutions, information services, financial services, professional services, high tech and commercial real estate.

• Demonstrated ability to retain proven sales producers and remove non-producers.

• Demonstrated track record of developing front-line sales leaders.

• Data-driven sales executive with a strong performance management orientation. Understanding of how to deploy sales analytics and metrics-based decision support tools to set sales targets, measure ongoing results and conduct gap analysis to ensure that the region achieves its sales goals.

• Proven ability to work across all areas of an organization to influence stakeholders and constituents and lead the team to success. Effective relationship builder internally (peers, teams, company-wide) and externally (sales channels, customers, etc.).

• Experience working in a $500 million plus revenue organization, in a best-in-class sales and marketing company, and in overseeing a sales organization of $50 million plus in annual revenue.

• Ability and willingness to travel extensively across the United States to work with Region Directors, Account Executives, develop relationships with key customers and prospects, and represent CoStar at key lending industry events.

• Candidates must possess a current and valid driver's license.

• Satisfactory completion of a Driving Record/Driving Abstract check prior to start. Driving history must reflect responsible driving behavior and compliance with traffic laws.

This position offers a base salary range of $175,000 - $225,000, based on relevant skills and experience and includes a generous bonus and benefits plan.

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CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug-free workplace and perform pre-employment substance abuse testing